Agents – take advantage of commissions!
THE good news for agents
is that the rand’s recent
depreciation offers them
the opportunity to earn more
commission this year.
“In terms of cruising
commissions, the weak rand
works in favour of the agent
at the moment, because the
higher the dollar rate for a
commission claim, the more
rands the agent will receive,”
says Cruises International
contemporary brand manager,
Thaybz Khan.
“Selling cruises is one
of the easiest ways for
travel agents to earn good
commission,” agrees Austria
Connection co-owner, Inge
Dobihal.
Keith Gow, md of Gateway
Travel and Tours, illustrates
just how significant a benefit
this is, saying if a traveller
spends between R60 000
and R70 000 for a river
cruise on Avalon Waterways,
the agent could get up to
R14 000 commission on that
sale alone, because Avalon
Waterways is currently offering
up to 20% commission.
“An agent recently booked
an Avalon Waterways river
cruise to the value of
R160 000,” Keith says. “The
agent received R32 000
commission for the sale.”
Some cruise lines like
Hurtigruten Cruises offer
agents commission on
the base cruise fare, while
shore excursions are noncommissionable.
However, Stacey
Rampersadh, Inspirations
ITT’s outbound manager
says that, despite some
cruise services being noncommissionable,
agents can
still earn commission by
suggesting pre/post-package
options and extensions.
When it comes to allinclusive
products like
Regent Seven Seas, agents
earn commission on shore
excursions and gratuities as
well, says Regent’s general
sales agent, Janine Pretorius.
“Selling cruises is still one of
the best ways for agents to
earn good commission,”
she adds.
5 reasons to sell cruising
Aside from the commissionearning
potential for
agents, cruising is also
easy to sell.
1. A cost-effective option
A cruise fare typically
includes accommodation,
transportation from one
port to the next, as well as
meals and entertainment
per person.
The all-inclusive and
cost-effective nature of
cruising makes it a natural
fit for agents to suggest to
their clients in the current
economic climate, says
Cruises Internationals’
Thaybz Khan, adding that
the expenses involved in a
land package often force
travellers to stay in one
place.
Discover the World’s
sales and marketing
manager, Anneli van den
Berg, agrees, saying that
cruises are significantly
more cost effective when
compared with land-based
alternatives.
The Regent Seven Seas’
cruise fare, for instance,
includes shore excursions
in every port of call,
speciality restaurants with
no additional surcharge,
unlimited beverages,
including fine wines and
premium spirits, gratuities,
24-hour room service and
will soon offer unlimited
Internet connection.
What’s more, passengers
are able to formulate a
budget prior to travel, says
MSC Cruises sales and
marketing director, Allan
Foggitt. “Cruising remains
one of the most popular
holiday choices for South
Africans with over 100 000
passengers cruising in a
six-month season.”
He says a great selling
point for agents is the
fact that cruising allows
travellers to enjoy a local holiday with an
international feel – but
without the price tag.
2. Repeat business
As Thaybz points out,
cruising is a good way for
agents to ensure repeat
business.
Once an agent has a
customer sold on cruising,
they have that customer
for life, agrees Thompsons
Holidays’ PR and media
relations manager, John
Ridler.
“Most clients who have
done a cruise are hooked
on the idea and will book
more cruising holidays in
the future,” says Austria
Connection’s Inge Dobihal.
3. Travellers unpack once
John points out that the
fact that travellers only
unpack once for a cruise
holiday is a major selling
point for travel agents to
consider.
4. Simple bookings
Inge says there is little
additional work involved
for agents booking
cruising once the initial
communication between
the client and the agent
has been completed,
because neither the cruise
dates nor the itineraries
can be changed.
5. On-board entertainment
Most cruise lines tend to
cater for all age-groups,
especially kids, and that
can give travellers peace
of mind.
“Most cruise liners tend
to have kids’ clubs, kids’
portions of meals etc,”
John says. “Some will even
have mini-discos that are
supervised and will end at
about 21h00.”
Photocap: Uniworld releases 2017 Asia cruises
The Uniworld Boutique River Cruise Collection recently released its 2017 Asia
Cruises and Tours in India, China, Cambodia and Vietnam. Uniworld will introduce the
68-passenger, all-suite Mekong Navigator, which will be used on the 15-day ‘Timeless
Wonders of Vietnam, Cambodia & the Mekong’. As part of the new itineraries,
Uniworld will also offer an 11-day ‘Highlights of China & the Yangtze’ cruise; a 14-day
‘China, Tibet & the Yangtze’ cruise and an 18-day ‘Grand China & the Yangtze’. Various
shore excursions are also available on these new cruises”
River cruising – a relaxed,
sophisticated option
IF A client is not keen on
spending a holiday on a
big cruise ship, agents
can suggest travellers go
barging.
“This is a very popular
form of boating in Europe,”
says Thompsons Holidays’
John Ridler. He says the
option is available in France,
The Netherlands, Germany,
Italy, the UK and Ireland,
amongst other countries.
River cruising is also
gaining popularity with the
leisure market, particularly
with elderly people, says
Inge Dobihal of Austria
Connection. “River cruises
are primarily in demand
amongst the older market
because they appreciate
the advantage of not having
to change hotel rooms but
would prefer to comfortably
cruise from one destination
to another in luxury.”
Gateway Travel and Tours’
Keith Gow says river cruising
has proved very popular
with Americans, Canadians,
Australians and New
Zealanders but the trend is
picking up in South Africa.
“Those who can afford to
travel in luxury are always
looking for new but relaxing
ways to do so, and river
cruising offers them that,”
he adds.
“We believe the road
best travelled is a river,”
comments Uniworld brand
manager, Lieria Boshoff.
“River cruising is an elegant,
sophisticated way to travel
and the relaxed waterways
mean there are no concerns
about travellers getting
motion sickness.”
Lieria says booking a
Uniworld cruise is easy for
agents. “It is one call and
we do the rest.” She adds
that Uniworld will take care
of the traveller’s pre- and
post-cruise accommodation,
schedule the transfers from
the airport and reserve
the stateroom that clients
request. She maintains
that Uniworld offers more
excursions than any other
cruise line. “Plus, with
our high rate of return
passengers, agents are
almost guaranteed that they
will receive return bookings,”
she says.
Rand price guaranteed
A NUMBER of cruise lines
have begun to offer their
passengers protection
against the volatile rand.
The Uniworld Boutique
River Cruise Collection,
as part of The Travel
Corporation, offers a fixed
rand price that protects
travellers against paying
more for their cruises
should the rand fluctuate.
“We honour our brochure
rates and will not be
surcharging guests,” says
Uniworld’s Lieria Boshoff.
“We also have a range of
Early Payment Discounts
that provide further
savings,” she says.
Similarly, Crystal Cruises
extended its exchange
rate assistance offer to
South Africa in 2015 when
it offered travellers a
reduction of up to R9 500
per person.
MSC Cruises, meanwhile,
has not needed to adjust
its rates as a result of the
volatile rand.
“Our fares are reflected
in rands so exchange rates
don’t come into play,” says
Allan Foggitt.
“Although, ship owners
are always entitled to
impose a currency surcharge
if they choose to, as their
expenses are largely
dollar and euro based,”
says Allan.
Insight and Uniworld
team up
THE Travel Corporation
sister brands, Insight
Vacations and Uniworld
Boutique River Cruises,
have partnered to
introduce an all-new
brochure offering eight
different holidays, each
combining boutique river
cruising and premium
escorted journeys
throughout Europe.
The eight holidays are:
17-day Portugal and the
Douro; 16-day Holland,
Belgium, Luxembourg
and the Rhine; 15-day
Switzerland and the
Rhine; 16-day Bohemia
and the Danube; 22-day
Eastern Europe and the
Danube; 15-day Gems
of Italy and the River Po;
21-day La Serenissima;
and the seven- to 13-day
Egypt Tosca itineraries.
To celebrate the
release of the inaugural
collection, a 7,5% saving
is offered on bookings
and payments made
prior to March 25 with
departures available
from March.
Photocap: Cruising in Croatia
Austria Connection is offering travellers the opportunity to cruise along the
Dalmatian coastline and islands off the coast of Croatia. Departing from Split, this
seven-night cruise allows travellers to go river rafting in Makarska before cycling
around the lake in Mljet. Other options include a cable car ride up to Srd mountain
for spectacular views of the old town of Dubrovnik, then go sightseeing in Kor ula
before exploring the Renaissance cathedral in Hvar, before journeying back to Split.
Prices for 2016 start from €370 (R6 317) and a visitor’s tax of €25 (R427) per person
per week must be paid by the traveller on arrival and is not included in the fare price
8 top cruising specials
TNW rounds up some great
cruising deals currently on
offer.
Cruise the Greek
islands
Thompsons Holidays is
offering a five-night Easter
holiday to Greece from
R18 709pps departing
Johannesburg, R20 545pps
departing Cape Town and
R20 559pps departing
Durban. The offer is valid for
set departure on April 29.
Guests will enjoy a cruise
from Athens, to Mykonos,
Kusadasi (Turkey), Patmos
and Santorini.
The offer includes return
flights from Johannesburg
to Athens, airline taxes,
return transfers, two nights’
accommodation at the
Plaka Hotel, breakfast daily,
three nights on board the
Celestyal Olympia, all meals
and entertainment on board,
as well as port charges and
taxes.
Travel from Athens to Istanbul
Kulula holidays is offering
a cruise from Athens to
Istanbul, with stops in
Santorini, Rhodes, Mykonos
and Kusadasi, from
R29 690pps. Valid for set
departure on June 11.
The offer includes fights
on Qatar Airways from
Johannesburg to Athens and
return flights from Istanbul
to Johannesburg, transfers
and one night in a hotel in
Athens and seven nights on
board the Celebrity Equinox
in an interior stateroom.
The offer also includes all
on-board meals, activities
and entertainment, one
night in a hotel in Istanbul,
as well as airport taxes and
port charges.
Explore the Seychelles
Cruises International is
offering a seven-night cruise
around the Seychelles
islands on the Crystal
Esprit yacht from
R69 700pps, valid for travel
until December 31. The offer
includes flights departing
Johannesburg, taxes, airportship
transfers, all meals and
local drinks.
Port charges are an
additional US$728
(R11 299).
Experience Japan
Discover the World is
offering a seven-night cruise
in Japan from R28 299pps,
for set departure on August
24. The offer includes
return flights departing
Johannesburg on Cathay
Pacific, taxes, transfers
to and from the airport
and all meals. The cruise
will roundtrip from Tokyo
with sightseeing in Busan,
Kagoshima, Miyazaki, Kochi
and Shimizu.
Cruise from Dubai
to Savona
Costa Cruises is offering a
17-night cruise on board the
Costa Luminosa from
R16 550pps, valid for travel
on April 6. The offer includes
all on-board meals and
activities, port charges and
ship insurance. Departing
from Dubai the cruise visits
Muscat, Salalah, Aqaba,
Eilat, Heraklion, Crete,
Catania, Civitavecchia
(Rome) and ends at Savona.
Cruise the Nile
Tripistery is offering a
cruise on the Nile to/from
Cairo from R9 740pps,
valid for travel until April
30. The offer includes
transfers, three nights’
accommodation in Cairo with
breakfast daily, three nights
on the cruise with all meals
as well as tours of the
Pyramids, Sphinx and the
Egyptian Bazaar. Sightseeing
in Aswan is also included.
See Croatia on a yacht
Inspirations Travel & Tours is
offering a package to cruise
the Adriatic around Croatia
for eight days from
R11 240pps in a lower deck
cabin, or from R12 300pps
in an upper deck cabin.
The offer is valid for set
departure from Dubrovnik,
Croatia, on April 23 and
includes seven nights’
accommodation on board a
five-star yacht, all meals and
fresh fruit, tea/coffee daily.
It excludes taxes of about
R705.
Escape to the Med
Costa Cruises is offering a
seven-night cruise visiting
Italy, Croatia, Greece
and Montenegro from
R9 700pps. The offer
includes all meals, on-board
entertainment and port
charges. This offer is valid
for set departure on June 3.
Photocap:One pax pays, two cruise
Avalon Waterways is running a two-for-one special for a limited time only when
booking European river cruise departures. These are valid for selected river cruises
from Paris to Normandy, Holland to Belgium, Prague to Budapest, Paris to Cote d’Azur
and Amsterdam to Budapest.
Cruise terminal on hold following
failed bid
THE tender to develop a
new cruise terminal at A
and B berths at the Port
of Durban has not been
awarded, the Transnet National
Ports Authority (TNPA) has
announced.
According to Richard Vallihu,
ce at TNPA, the authority has
embarked on two consecutive
rounds of RFPs (requests for
proposal) for the development
of the terminal. He added that
the latest RFP demonstrated
“that there may currently be
limited appetite in the market
for a private player to pursue
this project”.
Lauriette Modipane, gm
commercial and marketing
at TNPA, said that following
the closing date for the
submission of bids, a single
bid had been received, which
was declared administratively
and substantively nonresponsive
and for this reason
no tender had been awarded.
The tender process began in
June last year, although plans
for a new and bigger terminal
were first announced in 2011,
with completion of the terminal
expected last year.
TNPA said it would embark
on a third open-bid process
within six months and would
also review the scope of the
project.
How to clinch a
cruise sale
A GOOD way for agents to
clinch a cruise sale is by
securing the best deals
and making comparison
shopping easy for the
client.
“Mentioning early
booking discounts, repeat
passenger discounts
and the ability to cruise
without paying a single
supplement also makes
the base cruise fare
more attractive,” advises
Inspiration ITT’s Stacey
Rampersadh.
“Remember, good
deals will ultimately
encourage clients to book
immediately or early,” she
says.
Agents should note that
discounts on excursion
packages and on-board
credits are value-adds
on the booking and
also enhance the cruise
vacation, Stacey says.
She adds that travellers
should be encouraged to
book during low capacity
travel dates.
Thompsons Holidays’
John Ridler agrees.
“If travellers cruise
outside the high seasons
– that is outside the
European school holidays,
which usually fall between
June and August – they
can usually pick up big
bargains,” he says.
Uniworld launches
new ‘super ship
Cruise Collection will introduce
its newest ‘super ship’, the SS
Joie de Vivre, in early 2017 to
sail along France’s River Seine.
“We are extremely proud to
launch the SS Joie de Vivre
in northern France in March
2017,” says Lieria Boshoff,
brand manager for Uniworld.
“Uniworld was one of the very
first river cruise companies
to sail the rivers of France,
and our parent company, The
Travel Corporation, has been
bringing travellers from all
over the world to this amazing
country for over 70 years,
as this has been one of our
most popular destinations, so
our commitment to France is
unwavering.”
Aptly named SS Joie de
Vivre, Uniworld’s new ship is
designed to reflect the French
‘joy of living’ philosophy and
their profound appreciation for
food, wine, art and music.
The Salon de Beaux-Arts
lounge will feature a collection
of fine art and antiques
curated from auction houses
such as Sotheby’s and
Christies, as well as private
collections. Le Club l’Esprit
comes complete with a cinema
and a surrounding pool with
a hydraulic floor, which can
turn into a dance floor or
outdoor cinema at night. Dining
venues include Le Restaurant
Pigalle and La Cave de Vins, a
vinoteque for private dining and
wine-pairing dinners.
The vessel features two royal
suites, eight junior suites and
54 staterooms catering for a
maximum of 128 guests. Each
suite will be designed with
its own signature style and
feature enhanced amenities
and services, including butlers.
All suites and staterooms have
custom made-to-order Savoir
of England beds with unique
headboards of various designs,
and marble bathrooms in
various colour schemes.
“This ship will provide every
possible comfort for our
guests,” says Lieria.
The new ship will sail
Uniworld’s Paris and Normandy
itinerary. “We made the
decision to build a 125-metre
ship instead of 135 metres, so
she can dock conveniently in
the heart of Paris,” adds Lieria.
Book it!
Variety Cruises, represented
by Discover the World is
offering a nine-night Greek
Isle cruise from R33 999pps.
It includes flights JNB-ATH
and IST-JNB on Emirates;
seven nights on the Variety
Voyager from Athens
visiting Cape Sounion, Ios,
Santorini, Delos, Mykonos,
Lipsi Islands, Patmos,
Samos, Kusadasi, Dikili,
Canakkale and Istanbul and
all meals, entertainment and
taxes. Valid for August 27
departure (alternative dates
at applicable rates).
Photocap: Join the club and save
The recently launched MSC Voyagers Club offers travellers year-round discounts
in addition to on-board benefits. Travellers cruising with MSC Cruises earn points
that accumulate to raise their membership level. Members receive 5% club booking
discounts that are valid year round and can use the dedicated on-board area to
ask for travel advice or take advantage of exclusive offers on their next cruise.
Registration for the MSC Voyagers Club can be done online.
Pictured here is the MSC Sinfonia off the coast of Cape Town
Suggest a themed cruise!
AUSTRIA Connection offers
a special Jazz and Classicsthemed
river cruise aboard
the MS Amadeus Diamond.
The cruise travels downriver
along the Seine into
beautiful Normandy and
also offers private shore
excursions.The eight-day
Paris to Paris cruise starts
from €1 954 (R33 365) and
offers buffet breakfasts,
selections of set menus for
lunch and dinner, afternoon
and midnight snacks and
typical regional specialities
and fresh ingredients from
the regions the ship travels
through. The cruise is
available for departure on
October 10.
